[Hiring] Account Executive @Forma

Role Description

Forma is looking for a driven Account Executive to own new business growth across our small-to-mid-market pre-tax segment. You'll run a full sales cycle — from prospecting through close — for companies evaluating FSA, HSA, and HRA solutions, while partnering closely with our broker channel and our VP of Strategic Accounts. This is a high-velocity, quota-carrying role with real ownership.

• Own a full-cycle sales process — prospecting, qualification, demo, negotiation, and close — for small-to-mid-market companies evaluating pre-tax benefits (FSA, HSA, HRA).
• Build and manage a healthy pipeline of net-new business through a mix of self-sourced outbound, inbound leads, and broker-driven opportunities.
• Partner day-to-day with our broker channel and VP of Strategic Accounts to identify, qualify, and advance opportunities.
• Navigate multi-stakeholder deals and variable sales cycles with a proactive, organized approach.
• Lead consultative, solution-based sales conversations with HR, benefits, and finance stakeholders, tailoring pitches to each buyer's priorities.
• Keep pipeline, forecasts, and opportunity data accurate and current in the CRM.
• Work cross-functionally with Sales Engineering, Legal, and Implementation to ensure a smooth handoff from close to onboarding.
• Represent Forma at broker meetings and industry events as opportunities arise.

Qualifications

• 3-5+ years of full-cycle B2B sales experience; hands-on experience selling pre-tax benefits (FSA, HSA, and/or HRA) is required.
• A track record of consistently hitting or exceeding quota selling to net-new companies.
• Experience with a consultative, solution-based sales approach and managing deals with multiple stakeholders and variable-length cycles.
• Comfort operating in an early-stage or high-growth startup environment, with the flexibility to navigate ambiguity and shifting priorities.
• Self-motivation and strong organizational skills, with the ability to manage a high-velocity pipeline independently and as part of a team.
• A proactive, entrepreneurial approach to problem-solving, paired with high energy and a positive attitude.
• Excellent verbal and written communication skills.

Benefits

• Remote-first working environment.
• Medical, dental and vision insurance plans.
• Employee wellness program.
• One-time home office stipend.
• 401(k) savings plan.
• Flexible PTO policy.
• 12 weeks Parental Leave + 4 additional weeks for the Birthing Parent.